There are two unshakeable facts that determine the direction of the security industry. The first is that digital communications have redefined the concept of business risk. As society collectively turned to digital infrastructure for the benefits of remote information sharing and unimagined efficiencies, we ushered in the era of digital crime as a consequence.

The second is speed. The pace of business change is much faster than most people comprehend. Devices are getting more functional and connected across lightning fast networks. This growth of remote devices is giving the IT department fits.

In the summer of 2016, the Mirai malware started scanning the internet for IP devices, and attempted to log in using scanning software to detect weak “default” password combinations. IP cameras and Networked Video Recorders (NVRs), along with routers, were the targets of choice.

As a group, these devices comprised a huge botnet (600,000 entities) that performed a Denial of Service (DDoS) attack crashing the internet in the northeast region of the United States. This event was an unanswered wake up call for the physical security industry.

The reality is that IT integrators, MSSPs and pure play cyber providers are focused on consolidating IP devices (cameras, access control panels, etc.) as a larger account control strategy. While competitive at the enterprise level, this strategy can be mirrored in SMB/mid-tier accounts supported by integrators.

The Internet of Things (IoT) is a business reality and a cash cow for physical security integrators that leverage it correctly.

Managing and securing IP-connected devices is a great upsell opportunity for existing accounts and a pressing problem for new customers to solve. 'Secure what you Sell' also applies to what you have already installed. The IoT platform provides the ability to expand the management of, and security policy for, all network connected devices. It allows overworked IT departments to manage and secure the growth of these networked assets more systematically.

The growth of the IoT ecosystem is explosive and it is here to stay. The rationale for securing networked devices is immediate and obvious. The IoT opportunity is in the sweet spot of physical security integrators and a Cash Cow for those that can leverage it. Good selling.